SALES Person

Make them STAR

Stop Firing

Start Managing

What Youll Learn:

1 2

How to make your current team better The 3 principals of disconnection

READY?

LETS START BY DISPELLING SOME MYTHS.

FIRST
Sales people are not greedy.

SECOND
Sales people are not lazy.

FINALLY
Sales people are not self centered.

So

what exactly
is a sales person?

A sales person is a tool to get your offering out to prospects and/or customers.

Its true we can

control the offering and

we can shape the message presented.

But its the Sales persons style, presentation and skills that will determine how the customer or prospect will feel about us.

In other words

ITS NOT WHAT YOU SAY IT IS.

ITS HOW THEY SAY IT.

AND THAT COULD BE VERY SCARY.

VERY, VERY

SCARY!

DO YOU HAVE THE RIGHT SALESPEOPLE?

WOULD YOU KNOW WHO IS THE RIGHT ONE?

YOU SHOULD KNOW.

HJA
Human Job Assessment

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. Pleasing personality Likes dealing with people. Outwardly Produces good vibes, attracts others. Is popular among his customers and colleagues. Has the right and positive attitude. Cando. Will do!

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. Is polite and has good manners Is persuasive Hardworking. Honest. Ethical. Has the ability to think and plan his work. Informed and knowledgeable, qualified personally

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. Keeps his promises Confident and independent in thinking and working. Listens to learn more, and uses the knowledge effectively. Speaks direct and to the point. Not unnecessarily verbose Fully informed about product/s or services

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. Clear on task and customer needs. Researches on customer needs and requirement. Manages pressures of the job. Good understanding and presenter of facts and his case Understands his task and job objectives. Service, technology, and sales skills.

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. 6. Plans ahead, and clear on the path to achieve. Takes on initiative and responsibility. And delivers on time and in the right quality. Quick in decision making on options, concessions, compromises. Is hands-on in his work. Has an ability to write and talk well at all levels of customers and his own organization. Authoritative. Problem solver. Not unduly aggressive

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. Prepares himself well for the calls on customers. Databank and details. Is able to convert difficult situation to his advantage. Achieves a good and positive strike rate productivity Is organized. Clean and neat in work. Has good contacts. Good networker.

QUALITIES OF A GOOD SALESPERSON

1. 2. 3. 4. 5. 6. Has good leadership qualities. Builds good relationships all round. Has the ability to work in a team and trains/develops his colleagues. Has the ability to define goals, targets, and the growth prospects of products andhis company. Manages his and others time efficiently. Desires to evolve, and grow with the company.

SO WHAT CAN YOU DO?

1 2 3 4 5

Know your team. Dont leave hiring up to chance. Work on strengths not weaknesses. Build a well rounded team. Never stop training.

FIRST
Know their Personality.

SECOND
Know their skills.

FINALLY
know what they are saying.

YOU NEED TO KNOW. KNOW

EVEN IF IT DOESNT LOOK GOOD. GOOD

DONT WORRY, IT USUALLY DOESNT

LOOK GOOD.

LETS GET TO KNOW YOUR TEAM.

READY?

WHAT ARE THEY LIKE?

Assertive Driving Competitive Forceful Inquisitive Direct Self Starter

Dominance
(Power)

Influence
(People)

Influential Persuasive Friendly Verbal Communicative Positive

Compliant Careful Systematic Precise Accurate Perfectionist Logical

Compliance
(Policy)

Steadiness
(Pace)

Dependable Deliberate Amiable Persistent Good Listener Kind

WHAT DO THEY LIKE TO DO?

Cold Call (Prospect) Network
(People)

Negotiate
(Complex Sale)

Support
(Existing Business)

WHAT DO THEY LIKE TO DO?

Cold Call (Prospect) Network
(People)

Negotiate
(Complex Sale)

HA W

DO T

YO

T AN W Support U

EM TH

TO

O? D

(Existing Business)

Salesmanship is a Skill.

Spin Selling Product Knowledge

Cold Calling

Needs Assessment Selling Skills

WHAT SKILLS DO THEY HAVE?

Objection Handling
Industry Training Primary Selling

They Dont Have a Clue

School of Hard Knocks

If you do not believe In Sales Training

and it is working, do nothing

else Start

Training!

There is only one place to evaluate a sales rep.

In the field.

Then you will know what you are paying for.

Fix

Before you

Fire

ANY SALES TEAM CAN BE GREAT.

EVEN YOURS!

Dont be afraid to

hire new reps.

HOW DO YOU FIND THE RIGHT ONE?

THERE ARE SO MANY CANDIDATES HOW DO YOU CHOOSE THE RIGHT ONE?

Your gut instinct?

Their likeability?

Your pocketbook?

In other words

You guess!

Whats even worse

THE PERSON YOU ARE SEEKING MAY NOT BE THERE.

IF THEY ARE, YOU MAY BE DOING A LOT OF SEARCHING TO FIND THEM.

YOU NEED TO KNOW WHERE TO LOOK.

AND YOU NEED CLARITY.

TO FIND THEM..

HOW DO YOU KNOW WHEN YOU FIND THE RIGHT PERSON?

TEST.

PERSONALITY PROFILE ASSESSMENT

PPA

THE RIGHT PERSON.

Human Job Assessment

HJA = PPA

PERSONALITY PROFILE ASSESSMENT

AGAIN IN ENGLISH.

THE JOB
Human Job Assessment

THE PERSON
PERSONALITY PROFILE ASSESSMENT

DOES YOUR CURRENT TEAM MATCH?

PROBABLY NOT.

and

thats OK

REMEMBER: YOURE BUILDING A TEAM

YOU WOULDNT WANT ALL QUARTERBACKS.

A STRONG TEAM.

@ SCHOOL

WE WERE TAUGHT:
WORK ON THEIR WEAKNESSES.

WHY NOT:
ENCOURAGE THEIR STRENGTHS.

NOT ALL PEOPLE ARE GOOD AT ALL TASKS.

FIND THE TASKS THAT THEY ARE GOOD AT.

AND MAKE THEM BETTER.

STRENGTHS NOT WEAKNESSES.

Before you Fire

FIX!

TRAIN!

TRAINING MAKES PEOPLE BETTER.

MYTH:

GREAT SALES PEOPLE ARE BORN THAT WAY.

FACT:
A PERSON IS BORN A GOOD SALES PERSON, AND TRAINS TO BE A GREAT ONE.

AS = PPA + T
All Star
PERSONALITY PROFILE ASSESSMENT

TRAINING

DISCONNECT
PERSON DOES NOT MATCH THEIR JOB.

BE FLEXIBLE

CONNECT
CHANGE THEIR JOB

DISCONNECT
THE JOB DOES NOT MATCH THEIR COMPENSATION.

BE FLEXIBLE.

CONNECT
CHANGE THEIR COMPENSATION.

DISCONNECT
THE TASKS DONT MATCH THEIR GOALS.

BE FLEXIBLE.

CONNECT
CHANGE THEIR TASKS AND/OR THEIR GOALS.

THE KEY IS FLEXIBILITY.

THE FLEX EQUATION.

AS + RC =
ALL STAR
RIGHT Compensations'

G
GOALS

DT
DAILY TASKS

It is better to have a well rounded team than one that only thinks and acts one way.

REMEMBER-TEAM.

PROBLEM
In most companies, Flexibility Is subordinate to Standardization

Standardization.

Easy to administer Easy to manage

Does not allow creativity Adversely affect moral

Flexibility.

Attract All Stars Increase Productivity Goal Focused Result Driven

Time Consuming Difficult to Manage Promotes individuality

MAKE YOUR TEAM Better.

MAKE THEM BETTER

INDIVIDUALS.

The Sum is greater than

the Parts!

Question:

What is most important to sales people?

Hint:

It is the same kind of things that are important to your customers.

The first motivator is MONEY.

TIME is equally
as important.

forget RECOGNITION..

And let us not

THE PRIMARY NEEDS.

1

FINANCIAL
2

IMAGE

EFFICIENCY

Question:

What is most important to YOUR sales people?

Answer:

If you dont know, you need to ask them.

Too Much Money

Sales people will work for less money if you pay them in other ways

Enough money

There is a minimum amount of money people will work for, once that is reached they need more to make them happy

Living expenses

Question:

What makes sales people seem lazy?

Hint:

It begins with a

Answer:

Commission based compensation.

Why?

Because that is what you are telling them to do.

Work hard when you start off and then all you have to do is maintain the customer.

Why Not?

Set a goal and pay them for achieving it.

Paying on Achievement.

In the long run you and the sales person are happy with the results.

You pay more in the beginning.

Upper Management

Goal

Management

Sales Person

OLD WAY OF SETTING EXPECTATIONS

Upper Management

Goal

Management

Sales Person

NEW WAY OF SETTING EXPECTATIONS

You NEED TO BE INVOLVED!

YOUR TEAM NEEDS TO BE INVOLVED!

EMRAN MALIK